Masterclass: Strategic Negotiations- Two Day Event

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Strategic Negotiations Masterclass

Did you ever struggle negotiating with difficult people or negotiating with no alternatives? Do you find it difficult to align internal and external negotiations or to deal with cross-cultural negotiations?

We have answers to your questions. Two experts from the world's best business schools will lead an exciting two-day Masterclass on the strategic negotiations skills that are necessary for business success.

Owen Darbishire (Professor at Saïd Business School, University of Oxford)

and Giuseppe Conti (Professor and Lecturer at several leading Business Schools such as University of St Gallen & HEC Paris + over 25 years of business experience with leading multinationals) will help us understand how top negotiators outperform their rivals, while creating value for both parties.

Research confirms that our ability to negotiate has a direct impact on how personal and professional success. Good negotiators are more satisfied and less stressed at work. In addition, the “Winning Edge” principle applies to negotiation: a small difference in competence makes a huge difference in results.

Let’s try to understand why this program is so special.


Academic Director of the Oxford Programme on Negotiation at Saïd Business School, University of Oxford and Fellow of Pembroke College. Owen is the Academic Director of the Oxford Programme on Negotiation.

His expertise is also in decision making and influence, examining these issues at individual, group and organisational levels. Owen is driven in finding new and effective approaches to influence others within the context where decisions are heavily influenced by emotions and motivated reasoning rather than rationality and factual analysis.

Owen leads the most popular and highly rated MBA and EMBA electives in Negotiations at Oxford, while also advising companies at board level in negotiations and decision making. He has received lecturing awards at both Oxford and St Gallen

Giuseppe Conti

Prof. Giuseppe Conti, "The Creator of Master Negotiators", is a recognized expert in the field of negotiation, and since 2005, a Professor and Lecturer at top-ranked European Business Schools, including Bocconi, ESADE, HEC Paris, IMD, Oxford and University of St Gallen. Managers from over 90 countries have attended his interactive and pragmatic workshops.

Giuseppe is a seasoned negotiator combining academic content with a rich practitioner experience from his senior procurement and commercial leadership roles within blue chip multinationals (Procter & Gamble, Novartis, Merck). He runs customized negotiation workshops for leading corporations in four continents. He recently published articles on negotiation for the Financial Times, London Business School Review and the Huffington Post. Website:

Program (Day 1: 9.00 to 18.00, Day 2: 8.30 to 17.00)

Key Topics

  • Negotiation Preparation

  • Internal Negotiations

  • Key Behaviours of Effective Negotiators

  • Questions & Active Listening

  • Negotiating with No Alternatives

  • Getting Out of a Deadlock

  • Emotions Shape Negotiation

  • Creating and Claiming Value

  • Creativity in Negotiation

  • Multi-Party Negotiations

  • Conflicts Resolution

  • Continuing the Learning Journey

*Lunch, coffee breaks and handouts are in included in the fee. Travel and accommodation expenses are not included.

Target Participants

Executives interested to improve their negotiation skills. It is specifically designed for:

  • Executives and managers who aspire to positions of greater influence and responsibility within their organizations

  • Professionals that negotiate externally as part of their job (Procurement, Sales, M&A, Alliance Management, Legal, Entrepreneurs), or are engaged in frequent internal negotiations (budgets, project deliverables, etc.).

Key Benefits

  • Personal feedback from lecturers. Both lecturers are available for the entire workshop and offer a combination of in-depth theoretical expertise (Francesca) and real-life negotiation experience (Giuseppe)

  • A structured approach for preparing for negotiations

  • Increased ability to create and claim value in all your negotiations

  • A set of strategies to deal with some of the toughest challenges in negotiation

  • A healthy dose of humour and fun

  • UNIQUE: participants are invited on a regular basis, free of charge, to attend webinars from the lecturers on advanced negotiation topics to continue the learning journey.

Learning Objectives

  • Effectively analyze and prepare a negotiation using a structured approach for any situation

  • Organize value-creating deals in complex environments

  • Discover ways to transform your negotiation strategy to the ever-changing demands of a global environment

  • Improve your understanding and predictions of people’s behaviours in negotiations

  • Learn to use negotiation as a way to assure long-term constructive business relationships


“Extremely engaging session with the processing of learning and application. Scenario easily understood, clearly defined expectation, introduced new planning tool and learner in a different format from previous learning. Time was adequate to plan, negotiate, and reflect with feedback. Very supportive facilitators willing to share knowledge listened and encouraged professional discussion during class and on breaks. Very sincere and passionate. Eccellente!”

“Amazing class!”

“I have always had a number of questions on negotiation. The lecture was structured in such a way that it hit every single one of them and answered them thoroughly. I got everything I wanted and more out of it and will no doubt put the lessons learned to use in future”

“Excellent knowledge of the topic. Projected confidence and trust. Truly worth the time”

*Participants may postpone their attendance to a future session or provide a replacement candidate for a course.

*100% refund if you cancel with 30 working days
*70% refund if you cancel within three weeks

Still have doubts or want additional information? Do not hesitate to call us:

+41-79-3486092 or Skype: cabl01

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